If you want to seriously explore this path less traveled, here are two magic questions: How do our customers FEEL about their RELATIONSHIP with us? How do our customers FEEL (differently/better) ABOUT THEMSELVES because of their relationship with us? The second question is less thought about then the first, but it is at least as […]

Stop the sales pitch. Start a conversation. Start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just calling to see if you are open to different ideas related to preventing downtime across your computer network?” Your goal is always to discover […]

That means, a person qualified to buy has stepped forward and asked to be provided with information. The information then sells you and sells the appointment. How a lead generation ad works like a ‘personals’ ad. If you’ve ever read, written, or responded to a ‘personals’ ad, you know that they are designed to do […]

Thoroughly assess the competition. BDC recommends looking mainly at the following categories: products and services, pricing, positioning and branding and market reputation. You may need to also look at their online reviews and any press they’ve received to get a thorough understanding of their reputation. After surveying this information, take a good look at your product and […]

The key here is to always think about the experience from the client’s perspective. How would my clients want to interact with my company?

Do you have a defined process for communicating with new clients and prospects? If not, you’ll need one in place. No matter who answers the phone or is covering the front desk, new clients and prospects interactions should always be handled the same way. Have a protocol for assessing who should help based on the […]

Give away information snacks in order to sell knowledge meals down the road.